“Our role is to track important trends in the world that lead to developing products that can help dealers be successful with innovative offerings,” Honeywell Security Products President Scott Harkins said as he addressed the media prior to opening day of the 2012 ISC West Expo in Las Vegas.

As a prelude to unveiling several new products and technology advancements, Harkins presented his take on the present state of the industry while detailing challenges and opportunities. Overall, he said video surveillance continues to push forward with IP technology, having achieved about a third of the marketplace. However, he noted major shifts elsewhere. “Access control is on the verge of its first significant change in 10 years. And with intrusion detection, we are embarking on the introduction of the great technology revolution here at ISC West.”

Leading that charge is Honeywell’s new LYNX 5100 system with touchscreen, Total Connect 2.1, WiFi and Z-Wave functionality for home automation. Installing the product requires only a power source and broadband connection. For existing end users with VISTA systems, the new Tuxedo Touch converts those dating back to 2005 into a solution mimicking the rich features of the LYNX 5100.

“This gives our customers a tremendous opportunity to go back to their customers for upsells,” said Harkins. He also highlighted the new “Freemium” service in which AlarmNet subscribers receive Total Connect at no charge. Harkins noted a shift in market drivers associated with trends such as smart phones, lifestyle enhancements, interactive services and home automation. “Security, particularly residential, is changing to a consumer-driven model.”

Other new offerings Harkins touched on included the MaxPro Cloud access control and video surveillance platform enabling recurring monthly revenue (RMR) opportunities; MaxPro NVR 2.0, a 100% open platform software solution; NetAXS-123 now with video functionality, an entry-level solution suitable for small retail-type clients; and Vindicator standard version aimed at smaller applications than previous versions of the event management solution. In all, Harkins said Honeywell had 90 new products set to debut during 2012.

Harkins emphasized the need for dealers and integrators to focus on delivering total solutions to their clientele. “End users don’t think in terms of video surveillance, access control and intrusion, they view it all as simply security,” he said. Standards figure to play a significant role in moving it all forward, he added.

“Having some standards are better than none, and it is the future.” Harkins also pointed out the competitive advantage those already in the industry have as compared to new but powerful entrants like telcos and cable companies. “Typically those providers are coming from a different place than you are where security is ancillary. We can build on security and safety, and that is a great platform to be coming from.”

Scott Goldfine is Editor-in-Chief for SECURITY SALES & INTEGRATION. He can be reached at (704) 663-7125.